Negotiations are a fact of life. We constantly negotiate both in personal and professional areas of life. ae aeStill, many people don't like negotiating, and as such try avoiding it. As a result it could make resolving and/or progressing problematic. Others, often success-driven managers and businesspeople, are so competitive that only "winning" would make them a great negotiator in their eyes. Causing, of course, the other person to ‘lose.” Helpful? Most likely not! ANDREAS VON DER HEYDT Applying the following four linkedin.com/in/avonderheydt negotiation principles and executing the outlined three-phased negotiation z : process will significantly increase the Senior Executive, Marketing Expert, quality of your future negotiations. Leadership & Executive Coach, LinkedIn Influencer, Author, SpeakerAIM AT WIN-WIN OUTCOMES Those are the results which satisfy all stakeholders involved. They represent the basis for further business and sustainable relationships. vvon der Heydt ~ How To Become A Great NegotiatorSTAY ALWAYS OPEN-MINDED Successful negotiators look at each major aspect from multiple perspectives. They're prepared for anything.FOCUS ON LONG-TERM BUSINESS RELATIONSHIPS With this in mind it’s rather impossible to fleece the other party.RESPECT AND APPRECIATION Honoring the other person as equal is crucial to any successful negotiation.A professional negotiation process consists of 3 stages the negotiation phase the preparation phase the follow-up phase You need to excel in all three of them in order to become a master of negotiation.£6 By failing to prepare, you are preparing to fail. 9 Benjamin Franklin der Heya ~ How To Become A Great NegotiatorDefine your negotiation targets, strategy and objective criteria based on which you later measure the achieved agreement. Be clear about your alternatives and fall back positions; also known as BATNA: Best Alternative To Negotiated Agreement. © Andeoas von der Heyde ~ How Te A Great NegotiatorCrucial to collect all accessible information about the other party and your negotiation counterparts: ¥ What are their objectives and potential strategy? ¥ What might be their perspective, their motivations, and their opinion on relevant topics? ¥ Which is their interest and their reservation price (ie. when would they walk away)? © cesta icadctons Horta ton A en eineDuring the opening phase of the negotiation stage listen well and frequently ask(open- ended) questions. As a rule of thumb you should listen more than you talk.Use silence as a tactic and mimic your opponent. Sooner or later they will talk.Try to detect commonalities rather than differences to generate mutual engagement and to establish a first basis of trust.In general it is essential to separate the people from the issue. Don't take things personal. @ esataMany people consider negotiations as a kind of game. So, stay relaxed and enjoy playing the game! ‘Andreas von derHeydt ~ How To Become A Great Negotiator 0When starting the negotiation, bring forward the first proposal. This serves as a reference point, an “unconscious anchor." In other words: If you're selling, be first and start the bidding high. And if you're buying, start the bidding low.Make two to three equivalent, simultaneous offers. This shows that you understand and respect the other position and their possible concerns, while also creating a variety of options that help avoid cornering the other side. ea ae aeDon't be afraid to give in first. This helps inject an additional layer of trust. When doing it in a pro-active manner you should choose something with significant meaning to the other party and is of low cost to you.Usually whenever you give you should also take. Every concession you make should involve a trade-off of some kind. By doing so, focus on interests rather than positions. a eeFeel free to engage in the theatrics of negotiation: e.g. when being attacked or confronted with unreasonable proposals you should look visibly put off. By the way, that’s the only time when you get “emotional.” @ cestssenscoca Hove tce a SentosaExperienced negotiators are creative solution seekers, they enjoy thinking outside of the box, and they always look for ways to broaden the pie instead of haggling over every little detail.However, they also stand their ground, if the other party is not willing to move or if they were to become (too) aggressive. Temporary confrontations are anormal and stimulating ingredient of serious negotiations. That's life. © Andeoas von derHeyde ~ How Té ‘A Great NegotiatorConsequently good negotiators take their time and let things cool off. They are not in a hurry to close the deal. And - when push comes to shove - they might walk away as they know that reaching no deal is better than a bad deal. © cesisssicnsost- torts tone Sen NegiAfter you have closed the deal, write and send out the first draft of the minutes to the other party within 24 hours after the negotiations have finished. reat NegotiatorAsk the other side for their input and feedback to your minutes and get them finalized by latest 3 days after having agreed on the deal. They contain what was agreed upon, and list what has to be executed by when and by whom.Finally, you need to walk your talk, ie. you must stick to the agreed points and make sure that the other party will do so as well. 0 ‘© Andreas von der Heydt ~ How To Become A Great NegotiatorFinal advice: Try to conduct important negotiations in a face-to-face setting. Of paramount importance, however, is the personality of the negotiator. And that’s delivered and reflected best when you can directly look in each others ‘eyes.HOW TO BECOME A GREAT NEGOTIATOR Respect the 4 Master the 3 Negotiation Principles Negotiation Stages Aim at win-win The Preparation outcomes Stage Stay always open-minded The Negotiation Stage Show respect and appreciation The Follow-up Focus on long-term. Stage business relationshipsFIND-OUT MORE ON HOW TO: SUCCEED IN NEGOTIATION AND IN BUSINESS IN MY NEW BOOK EBOOK PAPERBACK AUDIO EZ UAL ‘ a USA USA Amazon UK UK Audible Ie Germany Germany iTunes =n S E RS Spain Spain Italy Italy France France Japan Japan a Canada Canada India India AustraliaLET’S STAY IN TOUCH ° HA. linkedin.com/in/avonderheydt (Ge) slidesharenet/AndreasvonderHeydt FF taxebook.com/ConsumersoodsClub ANDREAS VON DER HEYDT linkedin.com/in/avonderheydt WD witte:com/consumaoodsclub fm) youtube.com/user/BlondJamesoo7 Senior Executive, Marketing Expert, Leadership & Executive Coach, LinkedIn Influencer, Author, Speaker JelGRAPHIC CREDITS Freepik.com | Grey brick texture Freepik.com | Business Meeting Infography Judo Inside | World Championships Chelyabinsk Karen Molinar via Creative Commons | Benjamin Franklin Lonerwolf.com | Body Language Mirroring Thomas Barwick via Getty Images